SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Zoominfo
MAY 21, 2020
BASHO emails are alive and well—and thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email.
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Alice Heiman
MAY 21, 2020
As a founder and leader, when was the last time you thought about sales strategy? T he CEOs we work with aren’t focused on making necessary changes to grow sales right now. A re you? . Sales is your revenue engine; therefore, it should be a top priority to work with your sales team now so you pull the levers that will grow sales and profitability.
Engage Selling
MAY 21, 2020
What are you doing to stay focused during these times? Right now, it can be easy to give into the negativity of everything going on.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Babette Ten Haken
MAY 21, 2020
There’s nothing novel about virtual post-sale client abandonment. Upon consideration, you realize your company’s been doing this for years. In fact, virtual abandonment is a key component of “business as usual.”. What is novel about this post-sale scenario, to you, is that now you have to sell virtually. That’s all that’s changed. And your new perspective makes all the difference for what’s next: for you and your client relationships.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
MAY 21, 2020
When inbound sales and marketing works, it’s great. It’s easy, it scales well, but by definition it puts a lot of the process out of your hands. That can lead to a lot of opportunities for things to break down and for buyers to fall through the cracks. I’ve worked with many companies throughout my career, and there tends to be six common, tactical mistakes when it comes to inbound process: They don’t have sales and marketing alignment and accountability documented in a comprehensive SLA.
Anthony Iannarino
MAY 21, 2020
There is a push for more people to work from home, the proponents suggesting it is better for the company, better for the employee, and better for the quality of their outcomes. They suggest that people who work from home have fewer distractions, that they are happy, and that companies can save a lot of money by eliminating what they spend on office space.
Partners in Excellence
MAY 21, 2020
“Purpose” is a foundational principle for success, yet we pay little attention to it. In times of crisis, purpose and purposefulness is how we navigate risk and uncertainty. Our purpose provides grounding, something that, when challenged, we come back to in trying to figure our path forward. Using Simon Sinek’s popular terminology, our purpose provides us our “Why?
Pipeliner
MAY 21, 2020
The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. With competition being so fierce these days, SMEs must use all the best available tools and strategies. This is particularly true for the sales department, because of its important role in a company’s success.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Julie Hanson
MAY 21, 2020
To suddenly see yourself on a video call is both extremely compelling and distracting. Up until recently, we’ve all remained blissfully unaware of that funny thing we do with our mouth, the frequency with which we blink, or the unflattering shadows under our eyes. It is not a small thing to come face to face with how others see you. Which is precisely why the one person you should never make eye contact on a video call is YOU.
Pipeliner
MAY 21, 2020
Hunker down. It’s a phrase we all knew but rarely used. Heard occasionally in the US Southeast during hurricane seasons, its Scottish origins date back to the early 1700’s. “Hunk’ring down upon the cald grass” referred to assuming a low squatting position and “sitting hunker-tottie”. So much for the history lesson and truth be told, I’m not sure I want to know any more than that!
Allego
MAY 21, 2020
During challenging times, sales reps need to tap into the collective wisdom of their peers and other subject matter experts. Veteran salespeople who have worked through previous downturns can reassure newcomers that this too shall pass. But seasoned colleagues can also learn from the fresh perspectives of beginners. Is there really such a thing as beginner’s luck?
Engage Selling
MAY 21, 2020
Recently, I interviewed my good friend, Richard Citrin, author of Strategy-Driven Leadership and The Resilience Advantage. We talked about how resiliency—what he describes as the ability to “bounce forward”—is a hardwired resource in all of us.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Miller Heiman Group
MAY 21, 2020
Solving customers’ problems is table stakes in the technology industry: customers simply expect field techs and service reps to, for example, be able to install or repair equipment. It’s hard to dazzle customers by fixing something really, really well. It’s even harder to wow customers when they don’t even realize that they’ve been helped. Field technicians pride themselves on stealthily and quickly resolving customer issues.
Carew International
MAY 21, 2020
This time of the year is usually a celebratory one. Schools are out, graduation ceremonies are happening, vacations are being planned, and the unofficial start of summer – Memorial Day – is right around the corner. As a leader, the high-spiritedness your team is usually experiencing in their personal lives this time of the year transfers over to their professional world.
Atlatl Software
MAY 21, 2020
Marketing historians could walk you through a timeline of how buyers have evolved over time. From our early days of bartering to today’s one-click mindset, we have traversed a broad path in our journeys as consumers. Even in our own lifespans, we have witnessed mass-scale evolutions in the way we buy products. The birth of the web brought us a new channel of distribution when we didn’t think any more existed.
Selling Energy
MAY 21, 2020
Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them some serious money. How do you make that compelling and emotional? As true sales professionals know, the promise of saving money rarely spurs a prospect into action.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Troops
MAY 21, 2020
Stack Overflow is the largest and most trusted online community for developers and technologists, with more than 50 million unique visitors each month. Stack Overflow’s products include a core SaaS knowledge management and collaboration tool called Teams, an advertising business, and a hiring and employer branding tool called Stack Overflow Talent. With a massive online presence and three lines of business, it’s no wonder that they’re serious about pushing the boundaries of what they can glean f
Chorus.ai
MAY 21, 2020
Watch the Video. On today’s Daily Briefing, Jim Benton was joined by the VP of Sales from Guru , JJ Feroni. They discussed the longterm impact of remote work on business, coaching, and knowledge share. Set up for some remote work, still need to adjust Like many tech companies, remote work was relatively accepted. Industries have been moving more towards flexible work hours and remote work policies.
Canidium
MAY 21, 2020
The effects of COVID-19 on the business; including travel restrictions, loss of clients, and furloughs, have had a noticeable impact on sales. Unfortunately these disruptions will likely will continue well into 2021. Sales operations professionals are having to adapt across many industries. In the interim, many companies are asking sales employees to do more with fewer resources.
The Digital Sales Institute
MAY 21, 2020
Sales challenges facing salespeople have been greatly increased due to remote selling, the hard to reach buyer plus the impact of social media on the sales process. Today more than ever, the balance of power is in the hands of the buyers. Access to endless amounts of data, information and channel alternatives has reduced the impact a salesperson can make, and it is changing how salespeople go about selling.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Sales Evangelist
MAY 21, 2020
Learn To Prospect Like An Expert With Steve Kloyda Prospecting isn’t to be taken lightly and there are skills needed before you can prospect well. In this episode, Steve Kloyda helps us figure out how to prospect like an expert. Steve Kloyda has been creating unique selling experiences for over 30 years and has been able to transform the lives of countless salespeople.
eGrabber
MAY 21, 2020
By Chandra Bodapati, CEO, eGrabber Inc., May 2020. Why DiscoverOrg lists are losing value – and what you could do about it. Did you know with COVID layoffs, pre-built lists from DiscoverOrg and others are losing value? 35 Million jobs in America have been wiped off as of May. Massive COVID related management layoffs have left pre-built lists from DiscoverORG and others being vastly outdated week after week.
Product Management University
MAY 21, 2020
Are there any simple ways to determine the value of our products in a way that can be measured? The simplest way to quantify the value of your product portfolio, your solutions and your products is to do it from the customer’s viewpoint. Here’s a great exercise for product management, product marketing and sales. Give it a try. Use the customer org chart graphic above for reference and see if you can come up with a few short YOU statements that communicate value from the customerR
eGrabber
MAY 21, 2020
By Chandra Bodapati, CEO, eGrabber Inc., May 2020. Why DiscoverOrg lists are losing value – and what you could do about it. Why DiscoverOrg lists are losing value – and what you could do about it. Did you know with COVID layoffs, pre-built lists from DiscoverOrg and others are losing value? 35 Million jobs in America have been wiped off as of May.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
eGrabber
MAY 21, 2020
By Chandra Bodapati, CEO eGrabber Inc, May 2020. COVID Layoffs are obsoleting existing B2B lists & draining sales energy. Did you know with COVID layoffs, pre-built lists from vendors like DiscoverOrg are losing value? 35 Million jobs in America have been wiped off as of May. Massive COVID related management layoffs – including companies like Uber, Airbnb and others – have left pre-built lists from list-vendors like DiscoverORG being vastly out-dated week after week.
Accent Technologies
MAY 21, 2020
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